Selling Information Products in China

This is a bit more wholesome than a lot of the sales in China than I’ve seen. I hope local companies start operating more along these lines.

Once staffers went through training, Sullivan found it beneficial for them to go out on sales calls in pairs. Indeed, the Wolters Kluwer sales team in China has adopted a very team-oriented approach, right down to the way the salespeople are compensated. “In other countries we don’t bother with a team incentive,” Sullivan says. “In China, a nice chunk of the commission is based on how the team does.”